Business competition Books

Book SynopsisNow nearing its sixtieth printing in English and translated into nineteen languages, Michael E. Porter''s Competitive Strategy has transformed the theory, practice, and teaching of business strategy throughout the world.Electrifying in its simplicity—like all great breakthroughs—Porter’s analysis of industries captures the complexity of industry competition in five underlying forces. Porter introduces one of the most powerful competitive tools yet developed: his three generic strategies—lowest cost, differentiation, and focus—which bring structure to the task of strategic positioning. He shows how competitive advantage can be defined in terms of relative cost and relative prices, thus linking it directly to profitability, and presents a whole new perspective on how profit is created and divided. In the almost two decades since publication, Porter''s framework for predicting competitor behavior has transformed the way in which companieTrade ReviewFortune Three overarching game plans that work in one industry after another explain how thousands of real-world competitors come out on top.The New York Times American executives are grasping for a logic to global competition. Mr. Porter...has given them one.Choice Few books warrant the too-common publisher's blurb "landmark." This one does. Highest recommendation.Strategic Management Journal Represents a quantum leap...may well be one of the most important contributions to the discipline of strategic management.Journal of Business Strategy Any manager who studies and uses the materials in this book should be able to devise more successful strategies.Philip Kotler S.C. Johnson & Son, Distinguished Professor of International Marketing, Northwestern University Porter's books on competitive strategy are the seminal works in the field.Table of ContentsContentsIntroductionPrefaceIntroduction, 1980PART I General Analytical TechniquesChapter 1 The Structural Analysis of IndustriesStructural Determinants of the Intensity of CompetitionStructural Analysis and Competitive StrategyStructural Analysis and Industry DefinitionChapter 2 Generic Competitive StrategiesThree Generic StrategiesStuck in the MiddleRisks of the Generic StrategiesChapter 3 A Framework for Competitor AnalysisThe Components of Competitor AnalysisPutting the Four Components Together -- The CompetitorResponse ProfileCompetitor Analysis and Industry ForecastingThe Need for a Competitor Intelligence SystemChapter 4 Market SignalsTypes of Market SignalsThe Use of History in Identifying SignalsCan Attention to Market Signals Be a Distraction?Chapter 5 Competitive MovesIndustry Instability: The Likelihood of Competitive WarfareCompetitive MovesCommitmentFocal PointsA Note on Information and SecrecyChapter 6 Strategy Toward Buyers and SuppliersBuyer SelectionPurchasing StrategyChapter 7 Structural Analysis Within IndustriesDimensions of Competitive StrategyStrategic GroupsStrategic Groups and a Firm's ProfitabilityImplications for Formulation of StrategyThe Strategic Group Map as an Analytical ToolChapter 8 Industry EvolutionBasic Concepts in Industry EvolutionEvolutionary ProcessesKey Relationships in Industry EvolutionPART II Generic Industry EnvironmentsChapter 9 Competitive Strategy in Fragmented IndustriesWhat Makes an Industry Fragmented?Overcoming FragmentationCoping with FragmentationPotential Strategic TrapsFormulating StrategyChapter 10 Competitive Strategy in Emerging IndustriesThe Structural EnvironmentProblems Constraining Industry DevelopmentEarly and Late MarketsStrategic ChoicesTechniques for ForecastingWhich Emerging Industries to EnterChapter 11 The Transition to Industry MaturityIndustry Change during TransitionSome Strategic Implications of TransitionStrategic Pitfalls in TransitionOrganizational Implications of MaturityIndustry Transition and the General ManagerChapter 12 Competitive Strategy in Declining IndustriesStructural Determinants of Competition in DeclineStrategic Alternatives in DeclineChoosing a Strategy for DeclinePitfalls in DeclinePreparing for DeclineChapter 13 Competition in Global IndustriesSources and Impediments to Global CompetitionEvolution to Global IndustriesCompetition in Global IndustriesStrategic Alternatives in Global IndustriesTrends Affecting Global CompetitionPART III Strategic DecisionsChapter 14 The Strategic Analysis of Vertical IntegrationStrategic Benefits and Costs of Vertical IntegrationParticular Strategic Issues in Forward IntegrationParticular Strategic Issues in Backward IntegrationLong-Term Contracts and the Economics of InformationIllusions in Vertical Integration DecisionsChapter 15 Capacity ExpansionElements of the Capacity Expansion DecisionCauses of Overbuilding CapacityPreemptive StrategiesChapter 16 Entry into New BusinessesEntry through Internal DevelopmentEntry through AcquisitionSequenced EntryAppendix A Portfolio Techniques in Competitor AnalysisAppendix B How to Conduct an Industry AnalysisBibliographyIndexAbout the Author

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Book SynopsisJulian Dent is Chairman of VIA International, a specialist routes-to- market consultancy. He has over 25 years' experience in distribution throughout the world, specializing in channel strategy and implementation, working at global, corporate and regional levels. His clients have included Barclays Bank, BP, Esso, IBM, Microsoft, Nokia, Orange, Subway and Xerox.Trade Review"Anyone who thinks distribution is easy should read this book, and keep it by their bed. With a thorough experience of monitoring and advising on the business, channel consultancy VIA's chairman Julian Dent has written what is actually a manual on how the business works. He is also able to point out how it differs from other apparently similar models, and where the special nature of technology product supply kicks in." * IT Europa *"Recommended by the Global Technology Distribution Council as the reference book for anyone taking either the GTDC Certificate or GTDC Diploma accreditations." * Tim Curran, CEO, Global Technology Distribution Council *"As a distributor, we use this book to educate all our product and sales managers as to how their performance affects our business model. It also shows our salespeople how they should engage with the final tier to make a compelling case for doing business with us." * Anton Herbst, CEO, MB Technologies *Table of Contents Section - ONE: Introduction; Chapter - 01: How to get the best out of this book; Chapter - 02: The business of getting technology products and services to market; Section - TWO: Distributors and wholesalers; Chapter - 03: The role of the technology distributor; Chapter - 04: How the technology distributor business model works; Chapter - 05: Margins and profitability; Chapter - 06: Working capital; Chapter - 07: Productivity; Chapter - 08: Sustainability; Chapter - 09: Managing growth; Chapter - 10: The technology distribution landscape; Chapter - 11: How technology vendors can get the best from distribution; Section - THREE: Final-tier trade channel players; Chapter - 12: The roles of the final-tier trade channel players; Chapter - 13: How the business model of the final-tier trade channel players works; Chapter - 14: Sales and utilization; Chapter - 15: Gross margin and recoverability; Chapter - 16: Working capital management; Chapter - 17: Value creation and growth; Chapter - 18: How to sell to final-tier trade channel players; Section - FOUR: Retailers; Chapter - 19: The role of retailers; Chapter - 20: How the retail business model works; Chapter - 21: The measures that matter and how to manage with them; Chapter - 22: How to sell to retailers

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Book SynopsisOri Wiener is a strategic business development consultant and executive coach to senior executives of professional services firms. Ori founded GARA Consulting and co-founded the Møller PSF Group Cambridge, one of Europe's leading firms specialising in the support of professional services firms. He previously led global business development and marketing at Linklaters, and worked as an investment banker for S.G. Warburg/UBS and Lehman Brothers in London, New York, Frankfurt, Mexico and other locations. He has a unique combination of perspectives as a fee earner, client, insider and consultant to PSFs.Trade Review"One of the very few books that provides pragmatic guidance on how to raise assignment profitability at professional services firms" * Gareth Hughes, EMEA Head of Pricing, LPM and Analytics, Reed Smith *"This is a robust, research-grounded and above all practical guide, mixed with evidence from a seasoned professional in the field. A really useful addition for partners in any professional services firm." * Mike Mister, Partner, Moller PSF Group Cambridge *"Ori has been at the forefront of pricing and negotiation with PSFs for many years. He has a clear passion for, and understanding of, the complexity this area brings. This book will prove an invaluable guide to those seeking to navigate this increasing important area." * Stuart J T Dodds, Director, Global Pricing and Legal Project Management, Baker & McKenzie Global Services *"A thoroughly well-researched and comprehensive book that tackles the difficult issue of how Professional Service Firms and their clients can best negotiate and agree prices. Ori really understands the realities of achieving better fees and better client relationships." * Kevin Doolan, Managing Partner, Møller PSF Group Cambridge *"In increasingly challenging and competitive markets, this book provides professionals with invaluable guidance in a key - and neglected - area of their relationships with clients." * Anthony Angel, Chairman, 4C Biomed Inc, and former Executive Managing Director EMEA, Standard & Poor’s, and Managing Partner, Linklaters *"Every partner and professional in a professional services firm should have a copy of this book and read it in detail." * Hartmut Papenthin, Managing Director Operations, CMS Hasche Sigle *"A must-have for any professional serious about managing the dilemma between building relationships and charging appropriate fees. I wish I had read it years ago." * Anne Scoular, Managing Director, Meyler Campbell Coaching *Table of Contents Chapter - 00: Introduction; Chapter - 01: What is Different about Buying Professional Services?; Chapter - 02: Why Professional Services Firms are Different; Chapter - 03: The Challenge of Pricing PSF Work; Chapter - 04: Generating Value with Fee Structures; Chapter - 05: How to Deal with Procurement — The Importance of Scope; Chapter - 06: Raising the Institutional Game; Chapter - 07: Preparing for Fee Negotiations; Chapter - 08: Critical First Steps — Planning; Chapter - 09: How to Raise Your Negotiation Success – Deliver a Credible Opening; Chapter - 10: Act 2 – Managing the Flow of Concessions to Capture Value; Chapter - 11: Act 3 – Locking in Gains Through Effective Closing; Chapter - 12: Creativity – The Ultimate Negotiation Skill; Chapter - 13: Negotiating with Style; Chapter - 14: The Impact of Culture and Gender; Chapter - 15: Having Another Go at Squeezing the Lemon – Advanced Techniques and Approaches; Chapter - 16: Managing PSF Project Profitability; Chapter - 17: The Impact of Effective Veto and Target Setting – Research Results

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Book SynopsisKaren Beaven is an executive coach and the founder of the HR Entrepreneur's Network. She has operated at HR Director level for a number of years at companies including River Island and AllSaints, and has been ranked as one of the most influential HR practitioners by HR Magazine in 2016 and 2017. She was also recognised as HR Director of the year in 2015 and has been listed as a Global HR superstar by HRO Today.Trade Review"Karen has an obvious passion for and commitment to the HR profession. This book does a wonderful job of chronicling her HR journey and sharing her narrative. Her insights will be helpful as a guide to other HR professionals who want to make a difference." * Dave Ulrich, Rensis Likert Professor, Ross School of Business, University of Michigan & Partner, The RBL Group *"What Karen Beaven has created is the missing link between individual, professional, organisational and business perspectives, on the key role HR professionals can have in the fabled future of work. Packed full of quotes, references, exercises and real-life stories, this is the go-to book for those serious about their impact in the work they do, that might now be called HR Strategy. Reset and reinvent HR? You bet..!" * Perry Timms, Chief Energy Officer, PTHR #5 HR Most Influential Thinker 2018 *"This is a practical guide for HR professionals seeking to create performance-enhancing HR led by commercial goals. It is all the more powerful coming from an award-winning HRD who has been there and done it, experiencing the ups and downs and building resilience with humility and learning. A most useful handbook to progress your HR career and achieve more." * Darren Hockaday - HR Director, Gatwick Airport *"This is a must-read book, whether you are an experienced HR professional or a novice at the start of your career. It is an indispensable guide to understanding the world of work and adding strategic value by challenging you to rethink your understanding of HR. The future is really is all about the People Experience and awareness of self, business, industry and profession." * Shakil Butt, HR Hero, HR and Leadership Consultant *"This much-needed and easy-to-read book provides a fantastic guide for today's HR professional. It is a great combination of education into modern practice and terminology blended with practical advice and encouragement for how to navigate the shifting commercial landscapes that we all face." * Kim Atherton - Chief People Officer, OVO Energy and CEO, Just3Things *"Finally, a professional self-help book for HR practitioners from the 'Bouncebackability' Queen herself! As an avid fan of Karen's PX vision, I look forward to a future HR profession full of human-centric and business focused practitioners, closely collaborating with their people and leaders to build commercially successful and sustainable organisations. As Karen states - 'To be inspirational, you must first be inspired', and this book will do that for you." * Natal Dank - Chief HR Agilist at Southern Blue Consulting and co-founder of the Agile HR Community *"In a world where HR has to be as creative, agile and future-focused as any other part of the business, this book shows not only how important this is but how to make it possible. It will be the go-to resource for all my HR coachees who are looking to make their mark in business." * Paul Deeprose, Founder of The Career Gym *"This book is a massive gift not just to HR leaders but to all leaders. Karen turns fundamental concepts into extremely practical steps but most of all she conveys all of her experiences and recommendations in a truly human way. After reading this book you will look after yourself and your people differently and you will be totally confident that you are adding additional value to your organization." * David Frost, Organisational Development Director at Total Produce plc *"An excellent handbook for anyone with HR or line management responsibilities, putting the employee experience at the forefront. The chapters are well researched, providing snackable information with sections on how your thinking will be changed, toolkit essentials and reflection questions." * Julie Merritt, General Manager *"This is an inspirational guide written by a been there, seen it, done it industry specialist who knows what she is talking about and is not afraid to explain it. By learning about staff, the benefits of a personal network, the industry you work in and your aspirations, the reader can grow into a passionate leader and guide a business to become a driving force in their field." * Stu Walker, Managing Director - Integrated Sales & Marketing Solutions *"The book is a clear call to HR professionals to continue developing themselves, encourages reflection on the profession and its responsibilities, and the skills needed to succeed in Human Resources - along with guidance on how to develop them. It's great to see a book on HR stepping out of our traditional task and priorities and considering the wider organization, industry and future trends. This book is a true toolkit for the HR professional - a 'how to' guide on how to be great at what we do - whilst also encouraging us to step outside of our comfort zone." * Gemma Dale, Co-founder, The Work Consultancy *Table of Contents Section - ONE: Know your self; Chapter - 01: Continuous personal development; Chapter - 02: Drive and passion; Chapter - 03: Comfort zone; Chapter - 04: Interpersonal skills; Chapter - 05: Bravery; Chapter - 06: Your personal network; Chapter - 07: Inspirational leadership; Section - TWO: Know your business; Chapter - 08: Product; Chapter - 09: People; Chapter - 10: Productivity; Chapter - 11: Annual results; Chapter - 12: Commercial focus; Chapter - 13: Markets and channels; Chapter - 14: Technology; Chapter - 15: Culture; Chapter - 16: Purpose; Section - THREE: Know your industry; Chapter - 17: Competition; Chapter - 18: Business environment; Chapter - 19: Rules and regulations; Chapter - 20: Trends and forecasting; Chapter - 21: Where's the talent?; Chapter - 22: Workforce planning; Chapter - 23: Resources; Section - FOUR: Know your profession; Chapter - 24: Professional accreditation; Chapter - 25: Responsibilities; Chapter - 26: Advisory bodies; Chapter - 27: Career framework; Chapter - 28: Professional development; Chapter - 29: The development of the industry; Chapter - 30: The future of work

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Book SynopsisThe advantages of airline competition to consumers are clearly apparent. Lower fares, greater choice, more frequent flights and a wider range of available services have all been evident when the entry of a new competitor has occurred. In many instances however, after an initial, relatively short-lived, period of aggressive competition the new entrant has either gone bankrupt or found a less stressful existence co-operating in some manner with the incumbent. In this wide-ranging book, the author looks at the competitive arena in the post-regulation era and especially focusses on deregulation's legacy; globalization in a bilateral world breaking the link between nationality and airlines. The book is of special interest to those members engaged in the Airline Industry, Regulatory Authorities and Government Departments of Transport and Industry. It will be of value to academic specialists in transport economics and public policy; MSc students and Institutes of Transport; pressure grouTrade Review’This volume contains a vast amount of tabular information and graphs, all of which are thoughtfully and carefully compiled and of direct relevance to the most important current issues relating to competition in the airline industry. As such it is a most valuable reference; and it should prove to be of great use, both to people researching the industry and to students reading for degrees in the air transport field.’ Dr J.P. Hanlon, University of Birmingham, UK ’...presents us with a wealth of tables and graphs...a tool for those engaged in the planning of future policies for civil aviation...clear and instructive.’ Air and Space Law ’This book is highly recommended. It is a useful addition to the literature in this field. It should find its way on to the shelves of all serious students of the industry.’ The Aerospace ProfessionalTable of ContentsContents: Introduction. Extent and impact of deregulation; Impact in European domestic markets; Impact in other regions’ domestic markets; Impact of low cost carriers in Europe; Europe - the world’s first fully deregulated region; Air transport provision in remoter regions; Competition on the North Atlantic; Prospects for global deregulation; A new role for regulators; Conclusion; Index.

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Book SynopsisOffers a look into the options available for nonprofit organizations considering consolidation as a strategic tool to enhance organizational effectiveness.Trade Review"At a time when nonprofits are developing strategic alliances at a record pace, Jane Arsenault provides a clear, straightforward road map for pursuing a variety of such alliances. Her sensitivity to the importance of corporate culture and the presentation of numerous structural options contributes to a better understanding of this important subject. Arsenault's work is instructive to both nonprofit leaders pursuing such alliances and academicians who study their development." (John A. Yankey, Leonard W. Mayo Professor, Mandel Center for Nonprofit Organizations, Case Western Reserve University) "This book is a 'must-read' for any nonprofit CEO or board member today and beyond. In an easy-to-read, well-organized format, it takes the reader step by step through the intricate process of forming alliances in the nonprofit sector. It explores how to best harness the power of corporate structure in keeping with the values and missions of the nonprofit. I have been wishing for such a book for years, and here it is!" (David S. Lauterbach, president and chief executive officer, Kent County Mental Health Center) "Forging Nonprofit Alliances gives me exactly the kind of help I seek: engaging, real-life examples; clear, illustrative graphs and charts; comprehensive bibliography; and practical suggestions." (Analee Wulfkuhle, chief executive officer, Old Colony Hospice)Table of ContentsWHEN MISSION MATTERS MOST. Discovering Strategic Opportunities. Preparing for Organizational Change. UNDERSTANDING ALLIANCE OPTIONS. Joint Ventures and Partnerships. Management Service Organizations. Parent Corporations. Mergers. NEGOTIATING AND IMPLEMENTING AGREEMENTS. Conducting Exploratory Negotiations with Possible Partners. Negotiating a Formal Agreement. Designing the New Governance Structure. Integrating Corporate Cultures. Finalizing Definitive Agreements and Planning the Transition. Resources. A. The MacMillan Matrix. B. Outline for a Request for Proposals: Partner Search. C. Worksheet for Constructing a Response Policy. D. Sample Letter of Intent. E. Focus Group Questions.

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Book SynopsisTourism, the world's fastest growing industry, is now entering a more mature phase. During the 1970s and 1980s mass tourism, with its rigid, standardized packages, developed rapidly and provided many consumers with their first experiences of international travel. Today, a complex and multi-faceted industry, tourism faces growing pressures - consumer demand for more individually tailored holidays, an increasingly competitive operational environment, opportunities provided by new technology and growing environmental concerns. This book analyses the major challenges facing tourism today. The author highlights the central role of information technology in creating mass tourism by the mid-1970's, and how this technology and innovation is creating a new best practice of flexibility, market segmentation and diagonal integration within tourism. The book demonstrates how companies in the industry can enhance their competitiveness in the market place. Aimed at both academics and industry practitTable of Contents1: *Tourism in crisis 2: *Mass tourism 3: *Global imperatives 4: *Global transformation 5: *New consumers 6: *Technology changes tourism 7: *Technology in action 8: *Competitive scenario 9: *Competitive strategies for industry players 10: *Strategies for tourism destinations

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Book SynopsisAn innovative simulation-based approach for strategic decision making when launching new products Growth Dynamics in New Markets contains a dynamic case study and simulations that reveal what it takes to successfully introduce a product into a new market. Written by experts in the field, the text and companion website include a compelling simulation game and a variety of simulation models. Using the simulation game and computer models, readers are challenged to design and put in place a strategy about product introduction and competitive behavior. The simulation models build on each other to help to arrive at a comprehensive understanding of product uptake as well as market development and competitive dynamics. The authors present different approaches for enhancing the models and offer guidance for applying them to real-world problems. This groundbreaking text clearly shows how to develop maps of dynamic systems, formulate candidate policies and evaluate Table of ContentsPreface IX Invitation to Explore IX What Will You Learn? XIII What Are the Components of the Book? XIV What Is the Structure of the Book? XV Who Is the Book for and How to Use It? XVII Before You Start XIX Acknowledgments XIX References XIX 1. Introducing a Durable Product in a New Market 1 1.1 Introduction 1 1.2 Your Briefing for the Business Challenge in Plutonia 2 1.3 Managing NewTel’s New Business in the Simplest Scenario: Business as Usual 14 1.4 A Competitive Scenario: Compete for Customers 19 1.5 Outcomes of Both Scenarios in Terms of Key Performance Indicators 27 1.6 Chapter Summary 30 1.7 Questions and Challenges 30 1.8 References 31 2. Capturing Customer Dynamics Driven by Diffusion 33 2.1 Introduction 33 2.2 Diffusion: A Regular Dynamic in Social Systems 34 2.2.1 “Going viral” 34 2.2.2 A Story about Selling Mobile Phones 36 2.1.3 Diffusion Is Based on a Network of Variables and Causal Relationships 44 2.1.4. Causal Diagrams Reveal the Causal Structure 52 2.2 Structure and Dynamics of New Product Diffusion 68 2.2.1 Your First Simulation Model 68 2.2.2 Feedback Loops 75 2.2.3 Reinforcing Feedback and Exponential Growth 77 2.2.4 Balancing Feedback and Goal-seeking Behaviour 88 2.2.5 When the Two Feedback Loops Are Interconnected 101 2.8 Chapter Summary 112 2.9 Questions and Challenges 112 2.10 References 114 3. Effects of a Limited Product Life Cycle Duration 118 3.1 Introduction 118 3.2 The Concept of Life Cycle Duration and Its Effects on Customer Dynamics 119 3.3 Tracking Accumulated Purchases and Accumulated Customer-months 146 3.3.1 Structure 146 3.2.2 Behaviour 150 3.4 Chapter Summary 152 3.5 Questions und Challenges 153 4. The Effect of advertising spending 156 4.1 Introduction 156 4.2 Turning the Attention of Potential Customers to a Product 157 4.3 The Effect of Fixed advertising spending 158 4.3.1 Structure 158 4.3.2 Behaviour 162 4.4 The Effect of Constant advertising spending with a Limited life cycle duration 173 4.4.1 Structure 173 4.4.2 Behaviour 175 4.5 The Effect of Advertising for One Month 181 4.5.1 Structure 181 4.5.2 Behaviour 186 4.6 How Many Current Customers are Won by Winning One new customer? 192 4.6.1 Structure 192 4.6.2 Behaviour 193 4.7 Chapter Summary 197 4.8 Questions and challenges 197 4.9 References 199 5. Financial Resources 200 5.1. Introduction 200 5.2. The Structure of Revenues 201 5.2.1 The Direct Influence of prices on revenues 201 5.2.2 The Indirect Influence of price and life cycle duration on Potential customers’ Purchasing Decisions 204 5.2.3 How the effective monthly price Affects new customers and total revenues 215 5.3. The Structure of Costs 220 5.3.1 The Components of total costs 220 5.3.2 Reducing Service costs by Improving Processes 222 5.4. Behaviour: Customer Dynamics and the Accumulation of Profits 229 5.5. Chapter Summary 236 5.6. Questions and Challenges 237 5.7 References 240 6. Analysing the Market Situation with the Simulation 241 6.1 Introduction 241 6.2 Planning the Search for the Highest Possible Accumulated profits 242 6.3 Searching for Optimal Values for the Decision Variables 253 6.3.1 Searching for the Best subscription rate given a Constant sales price and life cycle duration 253 6.3.2 Searching the Optimal sales price given a Constant subscription rate and life cycle duration 257 6.3.3 Searching the Optimal life cycle duration given a Constant sales price and subscription rate 260 6.3.4 Searching for the Optimal combination of sales price, subscription rate, and life cycle duration 264 6.3.5 Searching for the Optimal Pattern of Monthly advertising spending 268 6.3.6 Searching for the Optimal Pattern of Monthly process improvement spending 273 6.3.7 Combining advertising spending and process improvement spending 278 6.4 Decisions, Behaviours, and Outcomes in the Best Case Monopoly 281 6.5 Setting your Objectives 287 6.6 Chapter Summary 289 6.7 Questions and Challenges 290 6.8 References 290 List of figure captions 292 7. Market Dynamics with a Competitor 293 7.1 Introduction 293 7.2 Competing for Potential Customers: Rivalry Type I 294 7.2.1 Structure 294 7.2.2 Behaviour 301 7.2 Competing for Current Customers: Rivalry Type II 317 7.2.1 Structure 317 7.2.2 Behaviour 322 7.3 Competing for Potential and Current Customers 328 7.3.1 The Causal Structure of Diffusion with a Competitor 328 7.3.2 Evaluating Four Exemplary Policies 346 7.4 Reflecting on Rivalry 363 7.5 Chapter Summary 366 7.6 Epilogue: Your Debriefing 368 7.7 Questions and Challenges 369 7.8 References 371 8. Relaxing Assumptions and Adding Relevant Aspects of Reality 373 8.1 Introduction 373 8.2 The Population is Not Constant 376 8.3 There Are Not only Potential Customers and Current customers 377 8.4 Current Customers Care about Quality 379 8.5 Advertising Influences Word-of-Mouth and Customers Switching 381 8.6 Mobile Phones Are Not Contracts Are Not Customers 384 8.7 More Frequent Decisions and a Longer Time Horizon 386 8.8 Contracts Do Not Change Retrospectively 387 8.9 The Number of Competitors Is Higher and Varies 396 8.10 Nonlinear Relationships Replace Causal Structure 397 8.11 The Harmonic Development of Demand and Supply Capacity: A New Book 400 8.12 Chapter Summary 403 9. System Dynamics: A Methodology for Model-based Management 406 9.1 Introduction 406 9.2 Your Mental Model of Growth from Diffusion 407 9.3 System Dynamics Modelling 411 9.3.1 The Manager as Modeler 412 9.3.2 Basic Assumptions of System Dynamics 415 9.3.3 The System Dynamics Modelling Process 418 9.4 System Dynamics Competence 421 9.4.1 Skill #1: System Dynamics Language 423 9.4.2 Skill #2: Dynamic Reasoning 424 9.4.3 Skill #3: Model Analysis 425 9.4.4 Skill #4: Project Initialization 426 9.4.5 Skill #5: Model Creation 426 9.4.6 Skill #6: Model Validation 428 9.4.7 Skill #7: Policy Evaluation and Design 429 9.4.8 Your Stage of Competence Development 430 9.5 Learning and Applying System Dynamics 431 9.6 References 433 Index 435 Figures 438 Tables 443 Index of Principles 445 Index of Guidelines 446 Index of Management Insights 448 Index of Systems Insights 450 Index of Toolboxes 452 Index of DIYs 453 Abbreviations 456

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Book SynopsisAdrian Swinscoe is a customer experience consultant and advisor, and has been growing and developing customer-focused large and small businesses for 20 years. He has previously worked with Shell, FT, The Economist Group and Mowlem, as well as consulting with hundreds of smaller businesses to help them engage with their customers, build their customer retention and improve service.Trade Review“These 68 ideas aren’t effortless. Not at all. They’re effortful. They take work and it’s worth it. Worth it because your lazy competitors are just standing by waiting for you to make a difference.” Seth Godin, Author, The Icarus Deception "An engaging, lively, and intensely practical guide to help put customer experience at the very centre of your business." Nick Chater, Professor of Behavioural Science, Warwick Business School and Co-Founder Decision Technology Ltd "Truly lives up to its title. Packed with powerful, effective easy to implement tips that will transform your business into a genuine customer service champion." Dee Blick, FCIM Chartered Marketer and #1 bestselling marketing author "I love the way this book challenges management fads and lazy thinking and puts people at the heart of making businesses great." Guy Letts, Founder & CEO, CustomerSure "Full of practical ideas that show you how to transform your business by standing in your customer's shoes. Adrian has given us a road map, now we need to act on it." Bernadette Jiwa, Brand Story Strategist and Bestselling Author “Adrian writes in a highly accessible and conversational manner that draws the reader in. The book has a clear focus on what it takes to deeply understand and continuously improve the customer journey experience. Ideas are well presented as being both challenging as well as opportunities to drive customer satisfaction. The ‘How to Use’ and ‘Insight in Action’ sections are highly practical and this encourages the reader to take away ideas and apply them to real life situations. A handbook to dip in to for inspiration, it also is a potent reminder of just how important the small things as much as the big strategic initiatives”. Beverly Landais, FCMI FCIM, Marketing and Business Development Director, Saunderson House - Wealth Management "Finally! Adrian Swinscoe delivers a book jam packed with 68 actionable concepts to increase both the customer experience and the employee experience. Beyond just theory, this book will benefit any business leader who wants to move the needle on customer service." Kevin Kruse, New York Times bestselling author of Employee Engagement 2.0 “As the informed and connected realm heightens every business’ challenge to win and sustain customer share of mind, mastering customer experience emerges as the key lever. How to Wow offers a compendium of techniques deeply grounded in today’s digital context. Consider culling a selection to fit your constituency or better yet, synthesizing the whole into a timeless fabric that forms the core of success for any endeavor.” Charlie Peters, Senior Executive Vice President, Emerson “Essential and powerful insights for everyone who aspires to map out and enhance the customer journey and drive growth” Keith Lewis, COO, Matchtech Group plcTable of ContentsPublisher's acknowledgements About the author Introduction Part I: The Customer Perspective 1. Attract Introduction 1. Be at the start of your customer’s journey 2. Don’t interrupt customers 3. Develop trust at a distance 4. Are you being interesting and interested? 5. Trust drives transactions 6. Become part of your customers story 7. Customer behaviour is changing: check your assumptions8. Data insights are good but immersion and observation are better 2. Engage Introduction9. Understand the relationships you have with your customers 10. What it takes to build trust 11. Customers trust people like them 12. To really engage you must be willing to fail 13. Doing what’s right for the customer is often an article of faith 14. How to be more interesting 15. Empathy is key to engagement 16. Bad corporate behaviour impacts customer experience and engagement 17. Innovating around relationships 18. Data, privacy and the impact on customer relationships19. Design a great customer experience by including your customers 20. People will pay more for better service 3. Serve Introduction21. Every customer hates waiting but the experience can be improved 22. Speak my language 23. Nature abhors a vacuum 24. Bad reviews can be good 25. Remove the grit 26. The primacy and recency effect 27. Lots of small changes add up 28. Make it simple 29. Behavioural science and lessons for customer service 30. Identify and deal with silent complaints 31. Consistency in quality and delivery is key 32. A name not a number 33. Make your service proactive 34. Make promises, keep them but you don’t have to beat them 35. Improve your service by making it easy for customers to help each other 36. The longest lasting emotions in customer experience 37. Make sure delivery is not your Achilles' heel 38. Reduce effort 39. Is customer service going to get worse before it gets better? 40. What’s your brand’s customer service persona? 4. Keep Introduction 41. The hole in the bucket syndrome 42. Differences in perception exist and matter 43. Most loyalty schemes don’t create loyalty 44. Marginal cost but high perceived value 45. Make your customer the hero 46. What drives loyalty? 47. Complaints are key to retention48. Where you earn loyalty 5. Refer Introduction49. If you don’t ask then you won’t get 50. Proactivity drives advocacy too 51. How you can build your own customer referral community Part II: The Business Perspective 6. Communicate Introduction52. Be honest about your surveys and keep them short 53. Always feedback and report on results 54. When’s the best time to survey your customers?55. Be careful when interpreting data 7. Motivate Introduction56. Work hard and be nice to people 57. The link between customer experience and employee engagement 58. Engag

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Book SynopsisJeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L'Oreal and National Sales Training Manager for Walker's, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer. Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.Trade Review‘Brilliant Selling can make a positive difference to salespeople, sales managers and of course the performance of organisations.' Philip Jansen - CEO, BTTable of ContentsTable of Contents Part 1 – You 1. The personality of a salesperson 2. How beliefs and values impact sales success 3. Performance and selling 4. Continually improve through self coaching Part 2 – Process and planning 5. The sales process as a tool for improvement 6. Making the most of your time 7. Planning for success 8. Setting the right goals 9. Managing sales information Part 3 – Your power to influence 10. Credibility and rapport – the foundations of effective influencing 11. Managing your state – being confident whenever you want 12. Asking the right questions 13. Listening and learning 14. Negotiating collaboratively Part 4 – Understanding buyers and prospects 15. How do you sell? 16. The modern buyer 17. Prospecting with purpose 18. Initial meeting(s) with prospect 19. Identifying what the prospect wants and needs Part 5 – Presenting solutions 20. Appealing to the customer 21. Writing great sales proposals 22. Preparing winning pitches 23. Persuasive delivery 24. Making the most of objections 25. Closing and commitment Part 6 – Developing customers 26. The value of a customer 27. Managing the ‘relationship’ 28. Your priorities in managing customers

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Book SynopsisThis business book is great for leaders, middle managers and entrepreneurs interested in the following categories; Small Business Entrepreneurship Marketing Strategy Branding Customer Experience Make it easy for customers to choose you; whatever your business, product or service. With customers now subconsciously weighing up their massively expanded options in terms of purchase friction (how easy it is to spend) and shopping reward (the extras inherent to the buying experience); your job is to make it easy for them to choose you When is high friction bad? Friction includes frustrations like putting a coin in a supermarket trolley lock, too many clicks, and hidden frictions from awkward presentation, process and offer. Reward includes quality of business suppoTable of Contents Part 1 How friction and reward are the keys to better customer experiences 1 What is friction and why does reward matter? 2 When stickiness went bad: how power shifted from sellers and vendors to customers and users 3 Unstick the customer journey for massive win Part 2 The friction/reward tool kit 4 Finding the rough and the smooth – friction/reward indexing 5 So this is how it’s done 6 ‘We are a friction-reduction business now’ 7 The psychology of switching – how to smash status quo bias Part 3 Frictionless futures 8 How to deal with the impact of technology on commercial relationships 9 The new language of friction-led marketing 10 The frictionless world – when everything is smooth and easy but in a good way Epilogue

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Book SynopsisIan Shepherd is a CEO and CMO who has held senior roles in a range of world-class consumer brands over the last 25 years including BskyB, Vodafone, Game and Odeon. He has seen businesses driven to the brink of extinction by changing consumer needs but also seen businesses respond to those changes, transform themselves and thrive. Ian has launched loyalty programmes, built new digital revenue streams for traditional retailers and turned declining market share into stellar growth all based on a keen practical understanding of the consumer. Now consulting and mentoring businesses on commercial and digital topics, Ian lives in Oxford with his family.

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Book SynopsisPeter Cheese is Chief Executive of the Chartered Institute of Personnel and Development (CIPD), the professional body for HR and people development. He is also Chair of the What Works Centre for Wellbeing. Based in London, UK, he writes and speaks widely on the themes of the future of work, and engages with politicians, policy makers, academics, business leaders and leaders in the people profession. Prior to the CIPD, he was Chair of the Institute of Leadership and Management after a long career at Accenture where he led the global consulting practice in people and organisation.Trade Review"Few people have thought so long and hard about the future of work as Peter Cheese. His book offers a timely and comprehensive guide to the forces that will shape the work of tomorrow and lays down the challenge to all of us to help create a good work future." * Matthew Taylor, CEO, RSA, and author of the Taylor Review of Modern Working Practices *"Peter's considerable experience in the world of HR makes this book on the future of the workplace and workforce a must read." * Lord Mark Price, former MD of Waitrose, Founder of Engaging Business and WorkL, and Chairman of Fair Trade UK, Member of the House of Lords *"Peter Cheese's unique perch offers readers a thoughtful perspective on the changing world of work. His observations are astute; his predictions compelling; and recommendations impactful. With his insights, business and HR leaders will discover opportunity as they harness the uncertainty ahead." * Dave Ulrich, Rensis Likert Professor, Ross School of Business, University of Michigan, Partner, The RBL Group *"As a passionate advocate of equality in the Workplace, it is fantastic to see this book talk about the future of work and the challenges and the opportunities it will present. Everyone in business should read this. It opened my eyes to the future we all face." * Baroness Ruby McGregor-Smith, former CEO of Mitie Group, President of the British Chambers of Commerce, Member of the House of Lords *"Never has the pace of change in the world been so rapid. And while we can't be certain of the future, as Peter Cheese sets out in this book, we can shape it. The New World of Work is a compelling narrative of the factors at play and the principles at stake, and is a "must" read for policy makers, business people, educators, indeed for all of us, as it touches the heart of humanity and the skills we will all need to adapt and prosper in the future." * Sir Peter Estlin Former Lord Mayor of the City of London *"For anyone wanting to better understand and glean valuable insights into the future of work and its drivers, challenges and opportunities, this book hits the target. Importantly, it also offers a set of principles to help guide us to a better future of work." * Professor Chris Warhurst, Director of the Institute for Employment Research, Warwick University *"At a time of huge dislocation in the world of work this books provides context and ideas about how we adapt and adopt a new approach to work, workforce and workplace - a useful blueprint for all those working in an ambiguous time." * Helen Cook, Chief HR Officer, NatWest Group *"When someone with great leadership experience is generous enough to share his wisdom and knowledge with others, it provides a short cut for the rest of us in finding solutions to the complex challenges we face. Peter has been more than generous in this book. However, Peter does more than be generous. Peter shows the reader how to navigate through choppy seas whilst maintaining our integrity, our compassion and our sense of responsibility for leaving the world of work a better place for the next generation. It's a "must read" book for all who are bothered about being trustworthy leaders."" * Professor Veronica Hope Hailey, Director of Policy and Research, The Forward Institute, Professor Emeritus of Management Studies, University of Bath. *"Good work is central to fulfilled personal lives and successful organisations. Peter sets out the rationale for change along with practical insights to secure improved individual and organisational wellbeing." * Anne Sharp CBE, CEO Lincolns Inn and former CEO Acas *"Peter is a leader on Human Resources, CEO of the Chartered Institute of Personnel and Development, and Chair of the What Works Centre: What Works Wellbeing, He knows a great deal about people and work. Human capital and organisation are his passion, and he is a highly respected and recognised consultant, speaker and writer in the field. Writing this book in a Covid-engulfed world, he discusses major shifts in technology, globalisation, geopolitics, education and training, all amid economic uncertainty. The volatility and ambiguity of our current world is made clear. We are at the point of new era and this book helps us to understand what should guide us for the future." * Professor Dame Carol Black, former President of Royal College of Physicians, Principal of Newnham College Cambridge, senior government advisor on health and wellbeing *Table of Contents Chapter - 01: A new era of work; Chapter - 02: Economics and the economy; Chapter - 03: Globalization and geopolitics; Chapter - 04: Social and demographic change; Chapter - 05: Technology: Automation, AI and beyond; Chapter - 06: Education and learning; Chapter - 07: Focusing on the right things; Chapter - 08: Building responsible business; Chapter - 09: Leadership for the future; Chapter - 10: People strategy at the heart of business strategy; Chapter - 11: Good work as a goal; Chapter - 12: The agile learning organization; Chapter - 13: Wellbeing as an outcome; Chapter - 14: #WTF - What’s the future?;

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Book SynopsisPeter Cheese is Chief Executive of the Chartered Institute of Personnel and Development (CIPD), the professional body for HR and people development. He is also Chair of the What Works Centre for Wellbeing. Based in London, UK, he writes and speaks widely on the themes of the future of work, and engages with politicians, policy makers, academics, business leaders and leaders in the people profession. Prior to the CIPD, he was Chair of the Institute of Leadership and Management after a long career at Accenture where he led the global consulting practice in people and organisation.Trade Review"Few people have thought so long and hard about the future of work as Peter Cheese. His book offers a timely and comprehensive guide to the forces that will shape the work of tomorrow and lays down the challenge to all of us to help create a good work future." * Matthew Taylor, CEO, RSA, and author of the Taylor Review of Modern Working Practices *"Peter's considerable experience in the world of HR makes this book on the future of the workplace and workforce a must read." * Lord Mark Price, former MD of Waitrose, Founder of Engaging Business and WorkL, and Chairman of Fair Trade UK, Member of the House of Lords *"Peter Cheese's unique perch offers readers a thoughtful perspective on the changing world of work. His observations are astute; his predictions compelling; and recommendations impactful. With his insights, business and HR leaders will discover opportunity as they harness the uncertainty ahead." * Dave Ulrich, Rensis Likert Professor, Ross School of Business, University of Michigan, Partner, The RBL Group *"As a passionate advocate of equality in the Workplace, it is fantastic to see this book talk about the future of work and the challenges and the opportunities it will present. Everyone in business should read this. It opened my eyes to the future we all face." * Baroness Ruby McGregor-Smith, former CEO of Mitie Group, President of the British Chambers of Commerce, Member of the House of Lords *"Never has the pace of change in the world been so rapid. And while we can't be certain of the future, as Peter Cheese sets out in this book, we can shape it. The New World of Work is a compelling narrative of the factors at play and the principles at stake, and is a "must" read for policy makers, business people, educators, indeed for all of us, as it touches the heart of humanity and the skills we will all need to adapt and prosper in the future." * Sir Peter Estlin Former Lord Mayor of the City of London *"For anyone wanting to better understand and glean valuable insights into the future of work and its drivers, challenges and opportunities, this book hits the target. Importantly, it also offers a set of principles to help guide us to a better future of work." * Professor Chris Warhurst, Director of the Institute for Employment Research, Warwick University *"At a time of huge dislocation in the world of work this books provides context and ideas about how we adapt and adopt a new approach to work, workforce and workplace - a useful blueprint for all those working in an ambiguous time." * Helen Cook, Chief HR Officer, NatWest Group *"When someone with great leadership experience is generous enough to share his wisdom and knowledge with others, it provides a short cut for the rest of us in finding solutions to the complex challenges we face. Peter has been more than generous in this book. However, Peter does more than be generous. Peter shows the reader how to navigate through choppy seas whilst maintaining our integrity, our compassion and our sense of responsibility for leaving the world of work a better place for the next generation. It's a "must read" book for all who are bothered about being trustworthy leaders."" * Professor Veronica Hope Hailey, Director of Policy and Research, The Forward Institute, Professor Emeritus of Management Studies, University of Bath. *"Good work is central to fulfilled personal lives and successful organisations. Peter sets out the rationale for change along with practical insights to secure improved individual and organisational wellbeing." * Anne Sharp CBE, CEO Lincolns Inn and former CEO Acas *"Peter is a leader on Human Resources, CEO of the Chartered Institute of Personnel and Development, and Chair of the What Works Centre: What Works Wellbeing, He knows a great deal about people and work. Human capital and organisation are his passion, and he is a highly respected and recognised consultant, speaker and writer in the field. Writing this book in a Covid-engulfed world, he discusses major shifts in technology, globalisation, geopolitics, education and training, all amid economic uncertainty. The volatility and ambiguity of our current world is made clear. We are at the point of new era and this book helps us to understand what should guide us for the future." * Professor Dame Carol Black, former President of Royal College of Physicians, Principal of Newnham College Cambridge, senior government advisor on health and wellbeing *Table of Contents Chapter - 01: A new era of work; Chapter - 02: Economics and the economy; Chapter - 03: Globalization and geopolitics; Chapter - 04: Social and demographic change; Chapter - 05: Technology: Automation, AI and beyond; Chapter - 06: Education and learning; Chapter - 07: Focusing on the right things; Chapter - 08: Building responsible business; Chapter - 09: Leadership for the future; Chapter - 10: People strategy at the heart of business strategy; Chapter - 11: Good work as a goal; Chapter - 12: The agile learning organization; Chapter - 13: Wellbeing as an outcome; Chapter - 14: #WTF - What’s the future?;

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Book SynopsisNeil Perkin is the founder of Only Dead Fish, a consultancy which specializes in digital strategy, transformation and agility. Based in Sussex, UK, he has run marketing training and consulted on marketing transformation and capability with a variety of large, multi-national businesses and curates the Firestarters thought leadership events for Google UK. A regular keynote speaker, he has written for Econsultancy, Marketing Week and The Marketing Society and has been named by Sage as a 'Top 100 Global Business Influencer'. He is also the author of Agile Transformation and the co-author of Building The Agile Business Through Digital Transformation, both published by Kogan Page.Trade Review"There is ongoing debate about whether the principles of marketing itself have changed. But what should be clear to all is that *how* marketing is executed has changed and agile is key to that. Somewhat surprisingly, though, marketers have been slow to really understand what agile means for marketing. This book should be required reading for any marketer wanting to learn how marketing needs now to operate." * Ashley Friedlein, CEO, Guild and Founder, Econsultancy *"This book is packed full of amazing insights and pragmatic advice for marketers who are looking to transform the way that their team works. Essential reading." * Fiona Spooner, Managing Director, Consumer Revenue, Financial Times *"The greatest opportunity in modern marketing is the need to embrace agile methodology to fuel growth and accelerate scale. Neil Perkin has forensically written the blueprint for every marketer to follow with rigour, candour and thankfully the odd bit of humour too." * Richard Robinson, Managing Director, Oystercatchers *"Neil is able to articulate the essential elements of agile ways of working in a truly engaging way using easy to understand models, great storytelling and relevant examples." * Christel Kinning, Chief Transformation and People Officer, Oatly *"Prepare to be challenged! Neil Perkin cracks the code for successfully applying an agile mindset and methods, at scale to marketing." * Paul Duxbury, Global Repeatable Growth Model Programme Lead, GSK Consumer Healthcare *"Superbly researched and articulated throughout this book is full of inspiring stories and practical frameworks. Neil has written the definitive guide on how to apply agile principles at scale in marketing." * Iain Noakes, Head of Marketing Strategy and Planning & Effectiveness, Samsung Electronics *"In the modern flux of culture, marketing can be confusing, for brands, agencies and customers. Neil has written the essential playbook for shaping your marketing organization to be as agile as culture requires." * Faris Yakob, co-founder of Genius Steals LLC, author of Paid Attention *Table of Contents Section - ONE: The agile marketing opportunity; Chapter - 01: Marketing in the digital age; Chapter - 02: Defining agile marketing - what it is, and what it’s not; Chapter - 03: Agile process and principles; Section - TWO: Agile marketing strategy; Chapter - 04: Understanding context and situational awareness; Chapter - 05: Adaptive strategy; Section - THREE: Agile marketing execution; Chapter - 06: Using sprints; Chapter - 07: Applying methodology to marketing execution; Section - FOUR: Scaling agile marketing; Chapter - 08: Agile marketing structures; Chapter - 09: Agile marketing at scale; Chapter - 10: Agile resourcing; Section - FIVE: Agility from data; Chapter - 11: Why data is the foundation of agile; Chapter - 12: Learning well with data; Section - SIX: Agile marketing culture and leadership; Chapter - 13: What is agile culture in marketing?; Chapter - 14: A culture of exploration; Chapter - 15: Empowering high-performing marketing teams; Section - SEVEN: The agile marketing transformation; Chapter - 16: Conclusion

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Book SynopsisChristina Inge is the Founder and CEO of Thoughtlight, a tech consulting company which specializes in digital marketing and analytics strategies. She has worked with well-established brands such as Nissan, Smithsonian and Pega Systems, as well as a range of startups and nonprofits. Based in Boston, Massachusetts, she is a member of the Massachusetts Technology Leadership Council and has served on the board of the American Marketing Association-Boston. An instructor at Harvard University Extension School and Northeastern University College of Professional Studies, she is a frequent and sought-after speaker and has been published in numerous industry publications.Trade Review"Christina J Inge dives deep into building a data-driven culture to catalyze business growth. She goes beyond best practices and details techniques that any business can deploy to make better decisions based on data." * Dale Bertrand, Founder, Fire & Spark marketing agency *"This is a book for anyone who is interested in learning about the numbers and data behind successful marketing campaigns. From direct mail to email, social to mobile, whatever channel is being used to market products and services, you'll learn what it takes to set goals with confidence, gather the data and analyze the results.It's a book for anybody who wants to ace the subject of Marketing Analytics." * Bob Cargill, Past President, New England Direct Marketing Association and Past President, American Marketing Association, Boston *"Whether you're justifying your marketing spend or trying to predict future market conditions, measurement skills are key to a successful marketing career. This book insightfully weaves practical measurement tips and techniques into a series of strategic frameworks that will help marketers make the right choices no matter what the challenge may be." * Todd van Hoosear, Senior Lecturer, Mass Communication, Advertising & Public Relations, College of Communication, Boston University *"For years I've turned to my friend and colleague Christina Inge for any and all questions related to marketing metrics. Not only does she know the subject inside and out, she explains it in simple and clear ways for those of us who are novices. Now that I have my copy of Marketing Metrics, I may not need to bug Christina quite so much!" * Ed Powers, Faculty Lead, M.S. in Corporate and Organizational Communication, Northeastern University *Table of Contents Chapter - 01: Data-driven strategy; Chapter - 02: Customer data - The core four; Chapter - 03: Metrics-driven customer journeys and personas; Chapter - 04: Channel metrics; Chapter - 05: Data-driven branding; Chapter - 06: Content marketing metrics frameworks; Chapter - 07: Content marketing: the essential metrics; Chapter - 08: Data-driven product strategy; Chapter - 09: Price and place metrics; Chapter - 10: Marketing performance metrics; Chapter - 11: Data governance and the new privacy laws; Chapter - 12: Building dashboards and data evangelism; Chapter - 13: What are the skills of a metrics-driven marketer?; Chapter - 14: Marketing metrics resources; Chapter - 15: Dictionary of marketing metrics and related terms

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Book SynopsisJessica Zwaan is a startup and technology executive with a background in Operations, People, and Talent spanning across three continents. She is the Chief Operating Officer at Talentful, a talent recruitment company. Prior to this she was the Chief Operating Officer at Whereby, Group Head of Talent at McCann Worldgroup and VP People and Talent at Wonderbly. She is based in New York, New York.Trade Review"At last, new thinking on operationalizing HR. We needed this. If you're thinking about how to take your people team to the next level, read this! Jessica's fresh thinking is the energy we need in an often predictable domain." * Ben Branson-Gateley, CEO and Co-founder, CharlieHR *"A thoroughly enjoyable read. Built for People delivers a practical guide to unleash the true power of the People Team. Jessica lays a clear path for us to follow, and it leads to People teams delivering measurably more business impact." * Huw Slater, COO, Travelperk *"Built for People is an indispensable tool for you and your team that offers a fresh approach to solving new and old issues in the workplace. It offers a clear and concise framework for rethinking how we approach and design programmes with and for employees." * Lars Schmidt, author, Redefining HR & founder, Amplify Academy *"Jessica not only offers a more humane and durably effective approach to acquiring, growing and managing great talent, but also in the fundamentals of great product management unpacked in highly-relatable terms. People leaders will take away a fresh approach to building teams, and product managers will view their discipline through a novel lens. Rarely are these two disciplines discussed in the same place, but Jessica delivers a masterclass in both." * Andy Tyra, Chief Product and Technical Officer, Whereby *"Jessica Zwaan doesn't just tell us how important People Ops should be: she urges us to make that a reality by leveraging principles used by the world's best product teams, often the same principles that our companies are already using, right down the hall." * Michael Wolfe, Co-founder, Gladly & Advisor, Point Nine Capital *"Productivity and performance gains are guaranteed by following Jessica's powerful and deeply practical advice. Her experience in such a diverse range of organizations enables her to recommend an engaging approach to People Operations that is applicable to all, whichever sector and whether you're an established or emerging entity. It's fantastic that her innovative ideas are now accessible to a wider audience thanks to this excellent book." * Abbie Pugh, Head of Leadership Development, Kindred Capital *"Jessica's book offers strategies that will encourage current and emerging leaders to question the status quo. Change driven by COVID and economic downturn makes this book essential reading for modern leaders who are required to manage transnational companies." * Dr Jeanne McConachie, Previous Manager, Griffith Honours College *"With brutal efficiency, accessible clarity and smart framing, this book has given People Operations and HR Professionals no excuse to opt out of "productising" the things it creates. That Jessica describes herself as a terrible (but very passionate) crafter is almost poignant because this book creates craft from process, policy and protocols that are the HR hallmark. Smart, snazzy and searching you will change forever how you view the products that are necessary to enable your people to do their best work. The future of work may be human, but the future of People Operations is product management. It's the clarion call we needed." * Perry Timms, Founder, Chief Energy Officer, PTHR *Table of Contents Chapter - 01: Why change how we execute ? The need to think like a product manager; Chapter - 02: What is the product ? The employee experience; Chapter - 03: The reconsidered responsibilities of people operations; Chapter - 04: Embedding agility with two maxims of product management; Chapter - 05: User research and evidence-based decision-making; Chapter - 06: Execute like a product squad; Chapter - 07: Iteration of people practices and processes; Chapter - 08: Standing out in the marketplace of culture; Chapter - 09: Hiring and building at scale; Chapter - 10: Metrics for success; Chapter - 11: Prioritizing people; Chapter - 12: Closing thoughts on the future;

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Book SynopsisLinda Holbeche is co-director of The Holbeche Partnership, and was previously Director of Research and Policy at the CIPD. She was Director of Leadership and Consultancy at the Work Foundation and of Research and Strategy at Roffey Park and is Visiting Professor at five UK universities. In 2021 she was named as one of the Most Influential HR Thinkers by HR Magazine and is the co-author of Organization Development, also published by Kogan Page. She is based in Sussex, UK.Trade Review"This is a timely revision of this insightful book by Linda Holbeche. The book draws on multiple perspectives and case examples to support why and how organizations and individuals should invest in building an agile organization. A strong case is built for how agility, flexibility and resilience are all concepts that need to be given equal focus by organizational leaders; the reflective questions and checklists presented in each chapter clearly support this." * Dr Christina Evans, Independent Career Coach and Educator *"With the post-pandemic shocks to our way of life and working, we now face a very uncertain geopolitical world economically, environmentally and to maintain peace. We now have to prepare ourselves for a future we cannot foresee. Agility, resilience and speed have become essential in our lives. Linda's latest book describes and illustrates ways forward for organizations and people to adapt to this ever-changing world. It is a 'must read' for leaders in all walks of life, to work with their people to prepare to change and adapt to this new reality. It defines a new social contract between organizations and its people, including customers. Agility is no longer a buzz word it is a mindset we must all adopt." * Roger Leek, Chair, Roffey Park Institute, formerly SVP, Global HR, Fujitsu *"This book clearly and eloquently checks all the boxes required to become change-able organization. It is comprehensive in breadth and useful with checklists on actions to make agility happen." * Dave Ulrich, Rensis Likert Professor, Ross School of Business, University of Michigan Partner, the RBL Group *"Highly recommended 'go to' guide on the agile organization and how to navigate the rapidly changing landscape to bring about meaningful transformation. The third edition brings more compelling practical insights and recommended actions to continue to be an invaluable resource for leaders, HR & OD practitioners and all those leading change. Already an essential reference and helpful guide for those in the NHS, this up to date contemporary edition will be greatly valued and relevant across all sectors and organizations. A must buy." * Karen Dumain, Leading Do OD, Head of OD Professional Development, NHS England *"Linda very ably manages to demystify what agility means in practical terms through sharing of experiences of organizations who have been on this journey, making a compelling argument for a strong link between agility and resilience as a recipe for success. The practical tips and checklists in the book pave the way for professionals embarking on work in this area." * Roshan Israni FCIPD, Deputy CEO, University and Colleges Employers Association (UCEA) *"Linda's book provides a lucid guide for business leaders and HR practitioners alike in rapidly changing environments including pandemics, uncertain geopolitical landscapes, AI advancements and shifting worker expectations. Linda shows us how to stay ahead of the curve through organizational agility, achieved by engaged and resilient work cultures, more flexible people processes and innovation. A stimulating read." * Mira Bacelj, Director Human Resources, INTERPOL *"Agility has to be at the heart of business thinking in a rapidly changing and uncertain world. This book provides an insightful and comprehensive look at what agility really means, from strategy and leadership, to culture, people, and processes." * Peter Cheese, Chief Executive, CIPD *Table of Contents Chapter - 00: Introduction; Chapter - 01: Why go agile?; Chapter - 02: The resiliently agile organization; Chapter - 03: Agile strategizing; Chapter - 04: Agile linkages; Chapter - 05: Designing for agility; Chapter - 06: Agile implementation; Chapter - 07: Agile people processes; Chapter - 08: Nurturing employee engagement and resilience; Chapter - 09: HR’s role in building a high-performance work climate; Chapter - 10: Building a change-able culture; Chapter - 11: Agile leadership; Chapter - 12: Conclusion;

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Book SynopsisLinda Holbeche is co-director of The Holbeche Partnership, and was previously Director of Research and Policy at the CIPD. She was Director of Leadership and Consultancy at the Work Foundation and of Research and Strategy at Roffey Park and is Visiting Professor at five UK universities. In 2021 she was named as one of the Most Influential HR Thinkers by HR Magazine and is the co-author of Organization Development, also published by Kogan Page. She is based in Sussex, UK.Trade Review"This is a timely revision of this insightful book by Linda Holbeche. The book draws on multiple perspectives and case examples to support why and how organizations and individuals should invest in building an agile organization. A strong case is built for how agility, flexibility and resilience are all concepts that need to be given equal focus by organizational leaders; the reflective questions and checklists presented in each chapter clearly support this." * Dr Christina Evans, Independent Career Coach and Educator *"With the post-pandemic shocks to our way of life and working, we now face a very uncertain geopolitical world economically, environmentally and to maintain peace. We now have to prepare ourselves for a future we cannot foresee. Agility, resilience and speed have become essential in our lives. Linda's latest book describes and illustrates ways forward for organizations and people to adapt to this ever-changing world. It is a 'must read' for leaders in all walks of life, to work with their people to prepare to change and adapt to this new reality. It defines a new social contract between organizations and its people, including customers. Agility is no longer a buzz word it is a mindset we must all adopt." * Roger Leek, Chair, Roffey Park Institute, formerly SVP, Global HR, Fujitsu *"This book clearly and eloquently checks all the boxes required to become change-able organization. It is comprehensive in breadth and useful with checklists on actions to make agility happen." * Dave Ulrich, Rensis Likert Professor, Ross School of Business, University of Michigan Partner, the RBL Group *"Highly recommended 'go to' guide on the agile organization and how to navigate the rapidly changing landscape to bring about meaningful transformation. The third edition brings more compelling practical insights and recommended actions to continue to be an invaluable resource for leaders, HR & OD practitioners and all those leading change. Already an essential reference and helpful guide for those in the NHS, this up to date contemporary edition will be greatly valued and relevant across all sectors and organizations. A must buy." * Karen Dumain, Leading Do OD, Head of OD Professional Development, NHS England *"Linda very ably manages to demystify what agility means in practical terms through sharing of experiences of organizations who have been on this journey, making a compelling argument for a strong link between agility and resilience as a recipe for success. The practical tips and checklists in the book pave the way for professionals embarking on work in this area." * Roshan Israni FCIPD, Deputy CEO, University and Colleges Employers Association (UCEA) *"Linda's book provides a lucid guide for business leaders and HR practitioners alike in rapidly changing environments including pandemics, uncertain geopolitical landscapes, AI advancements and shifting worker expectations. Linda shows us how to stay ahead of the curve through organizational agility, achieved by engaged and resilient work cultures, more flexible people processes and innovation. A stimulating read." * Mira Bacelj, Director Human Resources, INTERPOL *"Agility has to be at the heart of business thinking in a rapidly changing and uncertain world. This book provides an insightful and comprehensive look at what agility really means, from strategy and leadership, to culture, people, and processes." * Peter Cheese, Chief Executive, CIPD *Table of Contents Chapter - 00: Introduction; Chapter - 01: Why go agile?; Chapter - 02: The resiliently agile organization; Chapter - 03: Agile strategizing; Chapter - 04: Agile linkages; Chapter - 05: Designing for agility; Chapter - 06: Agile implementation; Chapter - 07: Agile people processes; Chapter - 08: Nurturing employee engagement and resilience; Chapter - 09: HR’s role in building a high-performance work climate; Chapter - 10: Building a change-able culture; Chapter - 11: Agile leadership; Chapter - 12: Conclusion;

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Book SynopsisNeil Perkin is the founder of Only Dead Fish, a consultancy which specializes in digital strategy, transformation and agility. Based in Chichester, UK, he is a frequent conference speaker, curates the quarterly series of Firestarters thought leadership events for Google UK, and has been named by BIMA (British Interactive Media Association) as one of the most influential people in the UK digital industry. He is also the author of Agile Marketing and the co-author of Building The Agile Business Through Digital Transformation, both published by Kogan Page.Trade Review"Agile Transformation has an urgent message for leaders delivered with calm, thoughtfulness and generosity. It's the sort of densely packed book of useful things I like to keep near to my desk, and will end up accumulating a garland of post-its and improvised bookmarkers with scribbled notes like "problem-solving" or "This! Read when in doubt!"." -- Antony Mayfield * CEO, Brilliant Noise *"Neil Perkin's book addresses a fundamental leadership challenge - how to go from being compelled by the need to reinvent to knowing what the steps in your change plan need to look like. Essential reading." -- Bruce Daisley * Author, 'Fortitude', and 'Joy of Work' *"Neil Perkin has written a masterful book on digital transformation, with many practical wisdoms and nuggets waiting to be found. For any organiza- tion trying to create their preferred future, this is a must-read!" -- Gerd Leonhard * CEO, The Futures Agency; Author, ‘Technology vs. Humanity’ *"These days every company wants and needs to change but the answers seem cryptic, vague and often biased. As always, Neil Perkin writes brilliantly and clearly in what is an actionable yet inspiring, interesting yet practical, tour de force on how people in all kinds of business can adapt to the modern world." -- Tom Goodwin * Author, 'Digital Darwinism' *"Leading a transformation can be a daunting challenge. With external change happening at such pace and internal change being so complex, it can be hard to cut through the noise. Luckily, Neil Perkin has done that brilliantly with this book, offering plenty of actionable insights that any leader can put to immediate use." -- James Haycock * Founder, Planet Native Ventures; Author, ‘Bye Bye Banks?’ *"Packed full of amazing insights, case studies and practical examples for implementing agile transformation across any organization." -- Duncan Hammond * VP, Transformation, Warner Music Group *"Agile" and "transformation" aren't just pretty words to say. It's the new way of operating business, and you can't afford to be left behind. You couldn't ask for a better expert guide on the journey than Neil Perkin." -- Scott Brinker * VP, Platform Ecosystem, Hubspot; Author, ‘Hacking Marketing’ *"An inspiring and practical guide to the why, what and how of transforming businesses to meet the challenges and opportunities of digital disruption. Neil Perkin's clear and succinct writing provides an accessible and comprehensive roadmap for leaders to drive customer focused digital innovation." -- Judy Gibbon * Chairman, Wonderbly *Table of Contents Chapter - 01: A new operating system for a new operating environment; Chapter - 02: The agile business; Chapter - 03: A new agile operating system for business; Chapter - 04: Changing change management; Chapter - 05: Think big; Chapter - 06: Start small; Chapter - 07: Scale fast; Chapter - 08: Reinventing the organization;

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Book SynopsisNeil Perkin is the founder of Only Dead Fish, a consultancy which specializes in digital strategy, transformation and agility. Based in Chichester, UK, he is a frequent conference speaker, curates the quarterly series of Firestarters thought leadership events for Google UK, and has been named by BIMA (British Interactive Media Association) as one of the most influential people in the UK digital industry. He is also the author of Agile Marketing and the co-author of Building The Agile Business Through Digital Transformation, both published by Kogan Page.Trade Review"Agile Transformation has an urgent message for leaders delivered with calm, thoughtfulness and generosity. It's the sort of densely packed book of useful things I like to keep near to my desk, and will end up accumulating a garland of post-its and improvised bookmarkers with scribbled notes like "problem-solving" or "This! Read when in doubt!"." -- Antony Mayfield * CEO, Brilliant Noise *"Neil Perkin's book addresses a fundamental leadership challenge - how to go from being compelled by the need to reinvent to knowing what the steps in your change plan need to look like. Essential reading." -- Bruce Daisley * Author, 'Fortitude', and 'Joy of Work' *"Neil Perkin has written a masterful book on digital transformation, with many practical wisdoms and nuggets waiting to be found. For any organiza- tion trying to create their preferred future, this is a must-read!" -- Gerd Leonhard * CEO, The Futures Agency; Author, ‘Technology vs. Humanity’ *"These days every company wants and needs to change but the answers seem cryptic, vague and often biased. As always, Neil Perkin writes brilliantly and clearly in what is an actionable yet inspiring, interesting yet practical, tour de force on how people in all kinds of business can adapt to the modern world." -- Tom Goodwin * Author, 'Digital Darwinism' *"Leading a transformation can be a daunting challenge. With external change happening at such pace and internal change being so complex, it can be hard to cut through the noise. Luckily, Neil Perkin has done that brilliantly with this book, offering plenty of actionable insights that any leader can put to immediate use." -- James Haycock * Founder, Planet Native Ventures; Author, ‘Bye Bye Banks?’ *"Packed full of amazing insights, case studies and practical examples for implementing agile transformation across any organization." -- Duncan Hammond * VP, Transformation, Warner Music Group *"Agile" and "transformation" aren't just pretty words to say. It's the new way of operating business, and you can't afford to be left behind. You couldn't ask for a better expert guide on the journey than Neil Perkin." -- Scott Brinker * VP, Platform Ecosystem, Hubspot; Author, ‘Hacking Marketing’ *"An inspiring and practical guide to the why, what and how of transforming businesses to meet the challenges and opportunities of digital disruption. Neil Perkin's clear and succinct writing provides an accessible and comprehensive roadmap for leaders to drive customer focused digital innovation." -- Judy Gibbon * Chairman, Wonderbly *Table of Contents Chapter - 01: A new operating system for a new operating environment; Chapter - 02: The agile business; Chapter - 03: A new agile operating system for business; Chapter - 04: Changing change management; Chapter - 05: Think big; Chapter - 06: Start small; Chapter - 07: Scale fast; Chapter - 08: Reinventing the organization;

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Book SynopsisAmy Kates is a senior leader in Accenture's Operating Model & Organization Design practice. She teaches organization design through Cornell University and is based in New York City, New York. Greg Kesler is the global leader of Accenture's Operating Model & Organization Design practice. He is based in Easton, Connecticut. Kent McMillan is a consultant, innovator and educator. He has held global leadership roles at Accenture and is based in London, UK.

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Book SynopsisJoey Price is CEO of Jumpstart HR where he works with companies to accomplish their strategic business aims and enhance employee experience. He leads a team of HR professionals who provide award-winning HR, Recruiting, Payroll and Learning & Development Solutions to local businesses and multinational firms. Based in Maryland, USA, he is an international HR keynote speaker, advisory board member, thought leader and TEDx speaker.

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Book SynopsisHow to Find, Keep and Nurture Creative TalentNolan Bushnell founded the groundbreaking gaming company Atari and two dozen other companies. He also launched Steve Jobs'' career, along with those of many other brilliant creatives over the course of his five decades in business. In his eagerly awaited first book, Bushnell explains how to find, hire, and nurture the people who could turn your company into the next Atari or the next Apple. The business world is changing faster than ever, and every day your company faces new complications and difficulties. The only way to resolve these issues is to have a staff of wildly creative people who live as much in the future as in the present, who thrive on being different, and whose ideas will guarantee that your company will prosper when other companies fail.Trade ReviewAn absolutely invaluable book by the founder of Atari and the man who launched Steve Jobs' career.Nolan is a genius, and a generous one, too. Like most geniuses who share their secrets, his secrets are simple, and available to anyone with the guts to listen - Seth Godin, author of The Icarus DeceptionThe man who helped give a generation the game of Pong now gives a new generation a series of pongs for their careers. Nolan Bushnell's book is a spirited and insightful road map for anyone trying to navigate the new world of work - Daniel H. Pink, author of Drive

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Book SynopsisAn insightful review of the collapse of the traditional retail sector in the West, and a roadmap for its potential recovery.Almost weekly, the news is full of stories about disappearing retail chains. From House of Fraser and BHS to Toys'R'Us and Sears, recognised names are vanishing overnight as such large organizations disappear, so the malls, shopping centres, high streets and main streets become emptier and less appealing to visit. No name is safe: in September 2019, Marks & Spencer lost its place in the FTSE100 Index - a sign of just how far its fortunes have fallen.But the retail sector remains hugely important in terms of job numbers: in the US, it employs around 30 million people (directly and indirectly); in the UK, around 10 million. As such, anything that jeopardises the retail sector will have a deep and lasting impact on millions of lives, as well as on public policy. While many blame the Amazon effect', this is an oversimplification. Deeper forces are atTrade ReviewRetail Therapy bristles with alarming numbers. Before I finished the book I was recommending it to others, particularly because of his powerful analysis of the crisis. It is worth listening to the fixes – some of them controversial – he believes will cure the industry’s ills. -- Anne Ashworth * The Times *Table of ContentsIntroduction – an overview of the crisis Part 1: Retail A!pocalypse Now! 1.A tale of two bankruptcies 2.The great stores meltdown 3.No longer a nation of shopkeepers 4.Dark Satanic Malls 5.My kingdom for a horse – the knock-on impact on branded suppliers 6.The next big short? 7.Killing more jobs than China 8.A global problem 9.The impact of public policy Part 2: The Causes of the Crisis in Retailing 10.The classical retailing model 11.The rise of e-commerce 12.The broader impact of the technological revolution 13.The generational revolution 14.The death of brands 15.Passing peak consumption 16.Conquering the final mile 17.The dawn of a virtual world 18.This is your fridge talking 19.Algorithm’n’blues 20.Veni, Vidi, 3D 21.See you later, incubator 22.Direct is best 23.Retail derailed 24.Bankers away! 25.Can the last one out switch off the lights? Part 3: How to Save Retail 26.The importance of simplicity 27.Go with the flow 28.Cannibalise, cannibalise, cannibalise! 29.Lean and mean 30.Brand theatre 31.The third space 32.Re-tech 33.Becoming the conversation 34.The price is right 35.Inclusive is the new exclusive 36.Virtuous reality 37.The hacker way 38.Reinventing shared shopping spaces 39.Advice to governments 40.Summary – the new rules for survival

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Book SynopsisThe fast-track MBA in strategyImagine having instant access to the world''s smartest thinking on strategy - and being shown exactly what to do to guarantee that you get your own strategy right, every time. Strategy Genius makes it easy to apply what researchers know about strategic thinking to the real world. 40 chapters based on hundreds of cutting-edge business and psychology research projects reveal what works and what doesn''t work in strategy. Each of the 40 chapters is a mini-masterclass in strategic thinking, explaining the research and showing you how to apply it for yourself.In business, conventional wisdom often says one thing while research says another. Strategy Genius cuts through the noise to bring you proven research and techniques for applying it that will simply make you a better strategist.Quick to read and intensely practical, this book will bring a little strategy genius into your day.''Strategy is one Trade ReviewStrategy is one of those topics that many people talk about without having much idea what they mean. Richard Jones is one of the exceptions. His latest book gets straight to the point and you can see that this is someone who not only understands the topic and can explain it well but has actually done these things and put into practice the stuff he talks about. A very good book; I recommend it strongly. -- Peter Hiscocks, CEO Judge Business School Executive Education, University of CambridgeRichard Jones is, for a broadcaster like me, on the fast dial for comment, about almost everything. I am, like most of my breed, lazy and a skimmer. Richard always places the context and arrows the opinion. So this is so appropriate - genius conflated into something you can understand. A bit like Richard, really. -- Michael Wilson, Director of Business and Economics Editor, Arise Global NetworksGood strategic thinking is often preached, here are some good questions and frameworks for practitioners. -- Peter Davidson FREng - Formerly Senior Innovation Advisor to The Department for Business, Enterprise and Regulatory Reform (BERR) and Department for Innovation, Universities and Skills (DIUS)

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Book SynopsisThe never-before-told inside story of how the Premier League became the wildest, richest, most popular entertainment business on the planet.Trade ReviewA remarkable and astonishing transformation ... detailed with panache * The Sunday Times *Magnificent ... Witty, pacy, thorough, this is a book hard to put down * Mail on Sunday *The most fascinating book ever written about the Premier League * Mundial *Astute ... forensic and impeccably sourced * The Economist *A jaunty journey through the past quarter of a century in English football * The Times *A fascinating book, by two witty and meticulous sports writers * Sunday Times *captures the Premier League's startling and continuing evolution...Robinson and Clegg specialise in access...the scene setting is lively * Financial Times *A shrewd and colourful account of the Premier League's business history * Jonathan Northcroft, Sunday Times *A fascinating and necessary investigation into the forces that led to the creation of the Premier League. Meticulous in its research * Jonathan Wilson, author of Inverting the Pyramid *Clegg and Robinson are expert storytellers in unspooling the narrative of one of Britain's most successful exports, illustrating the creative tensions between owners that made it possible. The work is at once thorough but also readable and entertaining, with protagonists presented as real live characters, rather than faceless suits: a testament to their reporting and writing skills * Gabriele Marcotti *Magnificent . . . a fine job they have done explaining how English football went from moribund national embarrassment to globe-bestriding colossus. Witty, pacy, thorough, this is a book hard to put down. * Mail on Sunday *Richly detailed, remarkably told . . . Clegg and Robinson provide unparalleled access to the people who make the league go * Billy Beane *A vivid portrait ... but also a candid account of the league's imperialist present and likely future ... it's quite an achievement * Tito Football *Brilliant -- Miguel Delaney * Independent *A tale told with much verve and some wit by two experienced sports journalists ... Revelatory * Spectator *Informative and regularly entertains * FourFourTwo *A brilliant book on the business history of the Premier League * Independent *

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Book SynopsisCovering issues within the scientific community, In Sight is a deeply personal memoir of a woman's experience transitioning a major scientific treatment from grassroots development to commercial breakthrough.Trade Review"The early part of this book is quite fun. We learn how little Julia Levy, then called Julia Coppens, transformed herself from an untidy girl whose clothes kept bunching up into a dedicated scientist who knew what she wanted." -- Sheldon Goldfarb * The Ormsby Review *Table of ContentsForeword by Molly Shoichet 1. Waiting for the Other Shoe to Drop 2. Does Your Dog Always Sit in the Front Seat? 3. Where I Wanted to Be 4. Life in Bed-Sits 5. Woefully Outclassed 6. Whose Lab Do You Work In? 7. Earning My Stripes 8. Seeing the Light 9. Becoming Part of a Biotech Start-Up 10. Positioning QLT as a Photodynamic Therapy Company 11. Colleagues at American Cyanamid Come to Our Rescue 12. The Nation’s Blood Supply 13. PDT Is Different from Other Cancer Drugs 14. I Was Surprised and Not at All Pleased 15. Splitting Up 16. Failure Was Never an Option 17. Nothing Can Prepare You for the Torture of ODAC 18. Taking Big Steps in Our AMD Clinical Trials 19. An Open and Respectful Relationship 20. Our Work on Age-Related Macular Degeneration Is Her Legacy 21. We at QLT Were on Pins and Needles 22. People Couldn’t Stop Smiling 23. More Than a One-Trick Pony 24. Launching the Product and Hoping for No Unpleasant Surprises 25. Growing the Company 26. Time to Reflect 27. An Enormous Rush of Relief 28. A Biotech Company with a Lot of Money Is in Danger 29. I Thought These Problems Would Be Transient 30. Ongoing Headaches 31. He Felt Thoroughly Betrayed 32. Problems with Activist Shareholders 33. New Opportunity Acknowledgments About the Author Index

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Book SynopsisUp Was Never for Everyone! Move up or move out. When those two options appear to be the only ones, dissatisfaction grows and engagement suffers. In decades of studying careers around the globe, Beverly Kaye, Lindy Williams, and Lynn Cowart have found that, in fact, there are more options. And rethinking career mobility can lead you to them! The authors show how managers, coaches, and employees can partner to determine what’s best and what’s next. Keep the same job but discover new ways to learn and grow? Explore moving to a position that could be a better fit? Step back without getting derailed? This book encourages readers to take a “kaleidoscope” view—to be open to ever-shifting patterns of opportunities and possibilities—so they can create a unique, personalized path to a truly rewarding career.

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Book SynopsisBased on the chart-topping BUSINESS WARS podcast re-imagined using Sun Tzu's THE ART OF WAR as a guide, THE ART OF BUSINESS WARS features stories and lessons from history's greatest business rivalries revealing why some companies triumph while others crumble.Business is a fight for survival. In business as in war, leaders match their wills in pursuit of opposing outcomes, they devise strategies, and marshal resources for victory. Success can turn on the smallest of details; a single tactical blunder can topple an empire. Ultimately, one side triumphs - and victory is all that matters.In The Art of Business Wars, David Brown, host of the hit podcast Business Wars, masterfully frames some of the biggest business rivalries in history using revered Chinese military strategist Sun Tzu's insights and pragmatic advice. Each rivalry tells a story of combined wits, strategies, and resources. Brown chronicles the rise of companies as they vanquish rivals, formulate innovative plans, and adapt to keep up with shifting needs. The goal? Stay ahead of the competition and emerge victorious.By compiling powerful insights uncovered over hundreds of podcast episodes and more than a year of in-depth research, Brown has developed a formula for business intrigue rich in popular history. The stories in The Art of Business Wars will inspire you, and the lessons you can draw from them - about determination, ingenuity, patience, grit, subtlety, and other traits that contribute to a victorious enterprise - are invaluable, whether you're a creative freelancer or the CEO of a multinational manufacturer.

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Book SynopsisAlmost two decades after it emerged as an essential business tool, competitive intelligence is still finding its way. Despite its recognized importance, companies struggle to acquire the kind of intelligence they need and measure its effectiveness and value. This book provides essential tools for selecting the right kind of CI and assessing its contributions to a company's financial performance.The authors identify three fundamental, intertwined mistakes a company can make, showing how to evaluate them and repair the damage they may have done. McGonagle and Vella dissect the current state of CI, survey its evolution into five distinct yet overlapping types, develop a framework for determining which types fit special needs, and evaluate means of communicating CI up and down the line. They discuss the most common raw data source categories—the bases of support for all CI analyses—and the workings of metrics in general. CI professionals and related end users are provided with a process they can employ immediately, right out of the box, which will not only help them select the right metric but will prove invaluable as they seek to evaluate the future metrics that are sure to come.Table of ContentsOverview Introduction Does CI Impact the Bottom Line? Two Significant Categories of Competitive Intelligence Active Competitive Intelligence Active CI: The Four Divisions Which Type(s) of Active Competitive Intelligence Should You Be Using? Where Should You Look for Raw Data for Active Competitive Intelligence? How and When Should You Deliver Active Intelligence Results? Untangling the Problems of Metrics in CI Choosing the Right Measurement(s) for the Active CI You Are Using Defensive CI Is Your Firm in a Competitive Environment That Demands a Defensive CI Program? What Kinds of Intelligence Efforts Should Your Competitors Be Mounting Against You? What Sources of Data on Your Company Should You First Include in Your Defensive Program? Choosing the Right Measurements for the Defensive CI Program You Are Managing Bibliography Glossary Index

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Book SynopsisThe theory presented in the book deals with methodological and mathematical foundations of control in organisations. It extends the traditional approach of management science by introducing the optimisation and game-theoretical tools for systematic accounting of the special nature of human beings as a control object (e.g. opportunism, selfish behaviour, information manipulation). Formal methods are used to construct robust and efficient decision-making procedures (the, so called, mechanisms), to support all aspects and stages of management activity (planning, organisation, motivation, and monitoring), over all decision horizons, from operational to strategic management. This book reflects modern state of the art theory of control in organisations and is intended for advanced graduate students specialising in management sciences and in applications of control theory and operations research in business administration.

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Book SynopsisToday''s manufacturing organisations in Mexico are increasingly confronting new markets, new competition, and greater customer expectations. Being immersed in this highly competitive environment is considered relevant for manufacturing SMEs to achieve optimal organisational performance, through efficient work processes, and leading the company to accomplish the competitiveness that the market demands. With this process, small and medium-sized enterprises (SMEs) in Mexico face manifold difficulties in reference to the operational efficiency required to stay in the market. While globalisation poses challenges and opportunities for the development of enterprises, SMEs have not found a way to exploit this conjuncture, and they may not be sufficiently competitive with new market requirements. This book, with the incorporation of the theoretical review of the concepts involved, and the empirical study, which shows the relationship between organisational performance and competitiveness from the perspective of resource-based theory, provides greater understanding of this theoretical connection through non-experimental research; of trans-sectional type; and with a correlational/causal approach.

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Book Synopsis

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Book Synopsis

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Book Synopsis

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